The market is changing. Housing inventory continues to increase both locally and at the national level. More inventory means more competition for buyers, showings, and offers. How do you position or reposition your listings to compete in an increasingly crowded market? By learning how to merchandise your listings! Join this fast-paced webinar to learn: Search Engine Pricing Strategies Price Band Models and Straddling Markets Trend Based Pricing VS Comp Based Pricing 7 Surprisingly Simple Scripts to Discuss Price & Product with Sellers Feedback Loops to Drive Price and Condition Conversations Storyboarding Your Listing Emotional Ad Writing – Copywriting 101 The Director’s Chair – Staging the Home Red Flags – Repositioning Quickly

1. Jim Remley
Merchandising Listings
How to Price, Package, and Position
Listings to Sell Quickly
Merchandising Listings
How to Price, Package, and Position
Listings to Sell Quickly
Merchandising Listings
How to Price, Package, and Position
Listings to Sell Quickly
eRealEstateCoach.com

2. Jim Remley
● An agent who at 19 listed over 150 properties in a 12 month period
● Listed as top 1% of REALTORS nationwide
● Principal Broker/Sales Manager at John L Scott Medford & Ashland
● Author of 3 books
○ “Make Millions Selling Real Estate”
○ “Real Estate Presentations That Make Millions”
○ “Sell Your Home in Any Market”
● Accredited Luxury Home Specialist
Merchandising Listings
How to Price, Package, and Position Listings to Sell Quickly

3. Merchandising Listings
How to Price, Package, and Position
Listings to Sell Quickly
By Jim Remley, ABR, ALHS, GRI, SRES

4. Inventory Levels
Rising
Total housing inventory at the end of
May increased to 1.92 million, up
from 1.83 million existing homes
available for sale in April. Compared
to April of 2018 that is a 2.7%
increase a year ago.
It will take 4.3-months to move the
current level of inventory at the
current sales pace.

5. The Tale of Two
Markets
The supply of Luxury Homes
rose 14% in second quarter of
2019 marking four straight
quarters of annual increases in
inventory.

6. First Step for
Home Buyers?
Search Engine “Real Estate”
Zillow
REALTOR.com
Homes.com
Local IDX Connected
Broker Site

7. Price Points
Search Pattern
Zillow

9. Don’t Exist for Real
Estate Search Engines!
●Pricing a Home at $299,900 will catch a
buyer searching between $250-300K,
but misses buyers searching at 300K.
●By pricing on major price points
without 9s, you can straddle two search
patterns. $250-300K and $300K-$350 will
instantly double your buyer pool.

10. Search Engine Price Script
“Here is my theory on pricing – the way buyers shop for a
home has changed over the past decade and virtually all
buyers search the internet and mobile devices for real
estate. Many, if not most, of these search engines with built
in Price Points - $10K, $25K, $50Kor $100K increments.”
“With that in mind we need to be very strategic in how we
set your price. The old style of pricing homes with 9’s – as in
$349,900 – makes no sense in the digital age. Here’s why –
You miss buyers. Sure a buyer searching for homes from
$300,000 to $349,900 would see your home but buyers
looking from $350,000-$400,000 would miss it. Seems like
a small thing it’s not – we don’t want to miss any buyers!”

11. Backlog of Buyers –
One Chance
Virtually every buyer is signed up on a
search engine portal to receive emails
about every new listing that hits the market.
So within 24 hours every buyer in your
price range will be looking at your listing
– we have one shot at a first impression –
no second bites at the apple.

12. The Power of Price Bands

13. The Feeding
Frenzy
Script
“So in your price band there were 32 homes that went pending
last month, but one tier down there were 82 homes that went
pending – that’s almost 3X the activity. So this is a strategic
pricing strategy decision and it’s always your call.”
“But a lot of my sellers find that by moving down to a more
active price category - fishing where the buyers are – you may
activate a frenzy of activity and receive multiple offers.”

14. According to
homebuyers
Staging:
●Makes it easier to
visualize the property as a
future home (81%)
●Makes buyers want to do
a home walk-through
that’s been viewed online
(48%)
●Makes a positive impact
on value (45%)

16. “So when we talk about Staging, we are helping the buyer build an emotional connection with the house.
People eliminate homes based on logic but they buy homes based on emotion!”
“Staged homes even show better online. Buyers who see a staged home online are 48% more likely to
walk through a home in person. Can I give you some thoughts on what I think we might consider for
staging your home? ”

18. Smoking in a home can
reduce that property’s
resale value by up to 29%,
according to Realtor.com
The Smelly House:
“Can I point out something that a buyer may comment on? I am
picking up an odor that could distract buyers from appreciating
the home. Now there are a lot of ways to address odors in a
house and believe me, you are not alone. Can I give you some
ideas?”
Clean up the Home Script:
“Have you ever sold car? What’s the first thing you did before
you sold it? Wash it inside and out, right? When we market your
home it becomes a product just like that car competing for a
buyer’s attention in the marketplace. Which is why I recommend
a deep cleaning to all my clients and I have a couple of amazing
house cleaners that give my clients a special rate. Would it be ok
if I provide you with their contact information?”

19. What do you say?
“Hey- this is an amazing collection,
super impressive. So here is the
challenge: When a buyer comes to the
house, they are going to connect with
your collection instead of the house.
That's a problem because we really
want them to build an emotional bond
with the house… Listen, you are going
to be packing soon, anyway. How
about we start with your trophies and
get the home sold.”

23. Virtual Staging
vht.com/services/virtual-staging

26. When it comes to
reaching a
millennial buyer,
here’s one simple
thing to keep in
mind ...
Is your home
Instagram
worthy?

27. Buyers Read Real Estate
Advertising and Marketin
to Eliminate Properties
from Consideration!
The Way
Buyers Buy

28. Rejection Proof Your Ads
Typical Advertisement:
Bake a Cake? – Yes, it’s time to celebrate! This 1200
square foot ranch style home in Santa Cruz offers 3
bedrooms, 1.5 baths. The single car garage is perfect for
hobbies, and the small fenced yard is a great place to enjoy
the sunshine! Only $895,000.
Rejection Proof Advertisement:
Bake a Cake? – Yes, it’s time to celebrate! This spacious
ranch style home, located in a beautiful seaside town offers a
picture perfect setting, along with ample bedroom sizes, an
attached garage, and a fenced yard. Don’t miss this bargain.
Priced to sell at only $895,000.

29. This Home Features:
• Covered Deck
• Three Car Garage
• Radiant Heat
This Home Features (and Benefits):
• Covered Deck – For a relaxing summer barbeque!
• Three Car Garage – Room to park all of your toys!
• Radiant Heat – Keep cozy on cold mornings!
Fishing For Buyers
●Highlight the
benefits of each
of the homes
features.
●Lifestyle Based
Marketing

30. Feedback Loops
“So I ask for feedback from every
agent and buyer who views your
home – I ask them three things:
What did you think of the price,
what did you think of the condition,
and what did you think of the
neighborhood?”
“I always deliver that information to
you, unfiltered, sometimes it’s hard
to hear and sometimes we don’t do
anything with it, but I have often
found it’s one of the best way to
quickly sell listings for top dollar.
Think of it like your own personal
focus groups – just don’t shoot the
messenger… “

31. Delivering Feedback
“If we make an adjustment and reposition the listing
I think we can put ourselves in a position to receive
offers - what would you like to do?”
“So the feedback we received is <price should be,
these items should be fixed> your call, you are in
charge, but we have heard this from a few <buyers,
agents>.”
“We can do nothing but that is what we have been
doing and that’s not working.”

32. Gift Bag the
Reduction
● Refresh and Repackage
● Re-Market with Boost, Pitch, Open
House…
● Re-Tour Office/MLS
● Re-Deliver the Listing to Showing Agents
● Re-Offer the Listing to Interested Buyers
(24 Hour Lead)

34. Two books to give-away
after Tim’s Homes.com
Presentation!
WIN, “Sell Your Home In
Any Market, 50 Surprisingly
Simple Strategies for Getting
Top Dollar Fast”

35. Homes.com LOCAL CONNECT
with Tim Rabara
Reach the Right Consumers at the Right Time
All New Exclusive Phone
Lead Opportunity
Launching Soon!
Details after the webinar

36. LOCAL CONNECT
Be seen on hundreds
of local listings and
connect with buyers
in real time.
(888) 742-9557

37. LOCAL CONNECT
● Buyer/Seller Leads
● Exclusive Phone Leads
● Local Expert Branding
on Homes.com listings
(888) 742-9557
Secure your zip now!

38. Reserve Your Zip Codes

39. Local Connect Love!
"I have received several leads since I started using Homes.com. As my business
grows, I will continue to add products from Homes.com. The thing I have liked the
most is that you do not have to blow your budget to use their products to help you
increase your business..." -Tracey Woodruff
“Leads are better for the $ spent than Zillow
or Realtor.com." -Richard Vaughn
"Homes.com leads often seem less apt to
“jump to the next thing,” bringing quality of
leads over quantity." -Anne Newmyer

40. “As a new Realtor, I signed up for Homes.com because it’s much more affordable
than Zillow. I received my first lead within 24 hours. I spoke to another agent in my
office and he says he has been getting lots of leads from Homes.com and has been
using it for months." -Eleanor Decker
"Since becoming an independent Agent, from being on a
Team, Homes.com made it easy to transition and
advertise on my own as well as build a strong local
presence for myself." -Lynn Peters
Local Connect Love!

41. LOCAL CONNECT
Be seen on hundreds
of local listings and
connect with buyers
in real time.
(888) 742-9557